Steering, Buyer Commissions, and Your Right to Make an Offer

Real estate has changed a lot in 2024. The National Association of Realtors (NAR) settlement reshaped how buyer’s agent commissions are handled and advertised. Some of these changes are positive for transparency. Others create new challenges. One issue that’s popping up is steering — when a buyer’s agent blocks a buyer from seeing or offering on a home because the compensation doesn’t meet their expectations.

What Changed with the NAR Settlement

• No commission on MLS: MLS listings no longer show what the seller is offering to pay the buyer’s agent.

• Buyer-broker agreements required: Buyers now must sign an agreement with their agent before touring homes. This spells out how their agent gets paid.

• Compensation is negotiable: Sellers can choose to offer nothing, a flat dollar amount, or a percentage. Buyers may have to make up the difference if their agent’s fee is higher.

What Steering Looks Like

Here’s the problem.

• A seller lists a $500,000 home and offers 2% commission to the buyer’s agent ($10,000).

• The buyer’s agent has a contract that requires 3% ($15,000).

• The buyer sees the house, loves it, and wants to make an offer.

• Instead of explaining the $5,000 gap, the agent says:

  • “I can’t write this offer.”

  • “This house isn’t available anymore.”

  • “We should look at other homes instead.”

That’s steering. It’s when the agent puts their own compensation above the buyer’s right to make an offer.

Why Steering is a Big Problem

• Ethics: Agents are required to put their client’s interests first. Blocking a buyer because of commission is a violation of that duty.

• Legal: Steering can be considered a breach of fiduciary duty. It exposes the agent to complaints and possible penalties.

• Practical: If the buyer learns they were kept from making an offer, trust is broken.

The Right Way to Handle It

When compensation doesn’t match the buyer-broker agreement, there are options:

1. Buyer pays the difference at closing.

2. Ask the seller for concessions or closing costs to cover it.

3. Agent adjusts their fee if they choose.

What’s not an option? Refusing to write the offer.

Scripts in Action

Here’s how this should play out:

• To the buyer’s agent:
  “Your buyer has the right to submit an offer. The commission gap can be handled in the deal. Refusing to write it is steering.”

• To the buyer directly:
  “You absolutely have the right to make an offer. Even if your agent’s agreement doesn’t match what the seller is offering, the difference can be worked out in the contract. You should never be blocked from submitting.”

What Buyers and Sellers Should Know

• Sellers: Offering less than the market norm may reduce showings. Be aware it could affect how fast your home sells.

• Buyers: Ask your agent if they will show you all homes, regardless of compensation. Don’t assume.

• Agents: Transparency is key. Disclose the gap, explain the options, and let the buyer decide.

Bottom Line

The settlement has reshaped commissions, but it hasn’t changed the core rule: buyers have the right to see any home and make an offer on it. Steering has no place in real estate.

At Cowtown Realty, we make sure every buyer gets every opportunity — and every seller understands how compensation decisions may affect their sale.

Call to Action

If you’re buying or selling in Fort Worth or the greater DFW area, don’t risk being steered the wrong way. At Cowtown Realty, we’re veteran- and woman-owned, we know the new rules inside and out, and we’ll make sure your deal is handled with full transparency.

📞 Call or text us today at 214-517-7886 or visit cowtownrealty.net to schedule your consultation